Custom software implementations are almost as old as software itself. Is it really possible to eschew that approach and stay in business? A new IDC report entitled “Policy is the Best Policy: Ten Software Licensing Policies Every ISV Should Consider” urges a rethinking with how you structure your license agreements with customers. Channel Insider takes a closer look.
of
Custom Solutions Can Get Complicated
Many resellers offer custom software solutions alongside their standard solutions, but, those in the game know custom software implementations can drain company resources and drag on past deadlines, resulting in unhappy customers. Resellers may want to opt for close OEM software relationships with ISVs or establish a managed services offering to keep margins up.
Increasingly Cloudy and Costly World
With hot software trends such as virtualization, Software-as-a-Service (SaaS), and cloud computing gaining followers daily, custom licensing has never been trickier. And with times being what they are, a lot of extra resources on customization could be better spent elsewhere in your business and your customer’s.
Some Exceptions Required
Obviously, says IDC, big, “strategic” accounts will get what they want. And if customization creates leading edge innovation, well, no software business will say no to that.
Uniformity = Savings
But your customer’s customizations most likely fall into consistent patterns, says IDC. Hence, standardized policies, and clear customer communications targeted at explaining what you’re willing to do for the customer and why, can actually create competitive differentiation.
Many Opportunities
The key, as in any resource savings, is to think about the parts of your process where ad hoc responses rule, and try to reign in that variation. That can be, as IDC notes, in areas as diverse as subscription policy, adaptation to customer’s virtual machines, disaster recovery rights, OEM agreements and more.
Clear Policy as Effective Negotiation
Business is about negotiation. Negotiation is about being forthright about your own interests. Policies that clearly spell out your interests, and how they can work to the benefit of the customer, says IDC, can go a long way toward controlling customizations.
Solving Challenges Where You Can
A fast-paced, global (and tough) economy has enough challenges to drain resources. Removing software licensing variations as much as possible offers just one more opportunity for survival, and maybe even growth.
Intel Technology Provider Program
Intel Technology Provider Program (ITP) helps resellers better understand Intel products which power the technology they sell, and enables value-add services such as remote manageability or anti-theft tracking. Learn More
WindowsForDevices.com
WindowsForDevices.com is the comprehensive news site covering Windows embedded technologies. Visitors get news, technical white papers, opinion columns and extensive directories covering the products and companies in the marketplace. Click Here
10 Key Ingredients That Have Made Apple So Successful
10 Reasons RIM`s New CEO Won`t Fix the Company
Eight IT Jobs Skills That Win Six-Figure Salaries
Social Media Best Practices to Land that Dream Job
Channel Executives On The Move: 2012
Why SOPA Is Such A Big Issue
See All Slideshows
